Account manager, Aerospace

Under Eaton's Aerospace business, you will be responsible for the sales of fuel/hydraulic systems, managing accounts such as commercial airlines (for MRO) and military (both MRO and new builds).

The position requires travel up to 25-50% across Singapore, Hong Kong, and Taiwan.

Support and grow commercial and military aerospace business in the APAC region for agreed territory and customer list. Be accountable for bookings and sales for agreed territory and customers and improving overall customer satisfaction. Develop a deep working knowledge of Eaton’s products, technologies, operations, applications systems and value propositions to grow Eaton’s business year-on-year and to provide a complete service to the airlines, MROs, agents and distributors within the region. The incumbent will be required to promote SFE for new aircraft and provide full life-cycle support for the aftermarket as well as drive military campaigns for Eaton’s OEM business; Be able to troubleshoot customer problems, identify and analyze issues and assist the customer with activities leading to a robust corrective action and customer satisfaction.

Responsibilities:

1. Meets military and commercial business intake goals, activities and strategies for assigned territory in line with corporate intake goals and strategic plan.
2. Active role in identifying RMU opportunities in the market, working with internal colleagues and achieving bookings/sales from the customers in a timely manner.
3. Increase ‘baseline’ business by increasing market share for repair business and sales of spare parts.
4. Increase predictive sales and identify ahead of customer need potential sales opportunities with effective use of market & sales data.
5. Performs competitive analysis, develop competitive positioning papers and matrices, formulates responses to competitive threats and develop new initiatives to grow aftermarket intake and sales.
6. Provide technical support to airlines, MROs, agents and distributors within the region to promote the capabilities of Eaton’s products and systems with a deep understanding of competitors’ products and key differences in performance, reliability and total value.
7. Prepare and present comprehensive business reviews of assigned customers, identifying performance against goal/budget on regular basis, detailed forecast for the rest of the year with deep dive analysis.
8. Develop key customer relationships and continuously improve Eaton’s reputation within the market.
9. Support Eaton’s function areas such as the reliability and product performance team with up-to-date customer data and discuss findings including identification of sales opportunities.
10. Support credit control functions with aged debt.
11. Providing timely forecasts and reports for assigned territory.
12. Alongside working with external customers, distributors and agents, this role requires strong internal collaboration with internal Sales Colleagues, Site PSMs, RMU Teams, Customer Service Teams and Eaton sites.

Qualification:

• Bachelor’s Degree; at least 5 years aerospace sales/customer support experience

Skills:

• Effective in a matrix management environment
• Strong Business Acumen – must understand market and customer trends, customer needs and impact on future product development programs, new business case financials.
• Be capable of developing and managing relationships with appropriate personnel.
• Strong Customer interface skills. Ability to uncover customer needs and translate into winning capture strategies and value propositions.
• Technical knowledge of electrical/mechanical aerospace components.
• Strong presentation and written communication skills.
• Broad understanding of the Aerospace product portfolio (OEM and AM, Military and Commercial).
• Knowledge of the aerospace market and specifically the aftermarket business.
• Knowledge of the APAC Airline market and customer base.
• Experience with airline maintenance or service functions is preferred.